Sales people hate getting bogged down with small stuff - activities are great, but if it is difficult to update an opportunity you're ultimately going to have stale data and end up taking more time to fix it at the beginning of each quarter instead of launching a real sales campaign.
Thursday, July 2, 2009
Forecasting
Just a quick not to remind companies that CRM should be a replacement to spreadsheet style forecasting; NOT AN ADDED TASK to using the CRM.
Monday, June 22, 2009
Sales 101 Rant*
Today I made my usual round of calls to various customers and resellers here in Australia. One thing that pops out at me more and more to me are the differences in sales approaches in ANZ compared to the United States.
From day one when I worked at Minolta Business Solutions I was trained in the Sandler Sales Methodology. In short, it is a solution sales method. I won't claim it is a better method than another methodology, but the key point I learned from Sandler was managing expectations. Sales people in ANZ generally don't do that and because of this the sales process falls completely out of control which ultimately kills your forecast and ability to close deals.
Very often I ask my resellers what the next step is with the customer and the response is that they are waiting on a call back from the customer to find out what that next step is. I've become better with my responses back when the customer doesn't call back.
This comes to my point managing expectations. Sales is about maintaining good communication with your customer, with your sales team, and with your management throughout whatever sales process you are following. Good surprises are usually called bluebirds and bad surprises are usually called career altering events.
With every call you should setup the next step.
"We'd like to review this and get back to you next week". Okay - the expectation set on the sales person by the customer is that they'll call you in a week. Great, but what is the expectation of the customer if they 'don't get to it' because of whatever? (keep in mind, that's what usually happens) There's none! A week goes by and the sales person may or may not call the customer. If the customer knows that you'll be calling them by a specific date that helps the call go easier - you've got permission at that point to bug the hell out of them until you get them.
Just a thought:
Customer: We'd like to review this and get back to you next week.
Sales: No problem, what day do you think I'll hear from you? (was that really that hard?)
Customer: Tuesday or Wednesday. (you have a timeline to work with and let management know what is going on)
Sales: Sounds good, I'll mark that on my calendar to expect your call - and if something comes up can I call you Tuesday afternoon? (1-you've put some accountability onto the customer; this isn't bad. 2-you've asked permission to call them a day earlier.
Customer: No, Wednesday would be better to follow up.
Sales: Sure thing, I'll buzz you in the afternoon if I don't hear back. Also, what are the main things you need to review? (Again, permission is setup, and you've asked another qualifying question to get more info - nothing wrong with this)
Customer: We'd like to...
And there you go. This isn't rocket science, and it's not a psychological game like some books try to talk about. If the customer is truly interest in your product then they are happy to help you sell it to them - they're buying because they have a problem. Ask questions, setup expectations with the customer, and hold the customer accountable to what they tell you. At this time you have a next step / appointment to talk with your customer on Wednesday afternoon to answer questions from their review, talk pricing, etc. Here's another short short hand:
Customer: We need to see it work well on XYZ.
Sales: And then?
Customer: Then we build a business case for management.
Sales: After the review if we work on XYZ let's setup a time to chat on that.
Customer: Okay.
You know what they are doing and you know where it goes from there and it's out in the open and agreed to. Easy. Expectations are managed and next steps are already agreed to.
*This is no way a piece of sales training - I don't know how to do that. This is just me putting stuff on paper so I can move past it and learn from them.
From day one when I worked at Minolta Business Solutions I was trained in the Sandler Sales Methodology. In short, it is a solution sales method. I won't claim it is a better method than another methodology, but the key point I learned from Sandler was managing expectations. Sales people in ANZ generally don't do that and because of this the sales process falls completely out of control which ultimately kills your forecast and ability to close deals.
Very often I ask my resellers what the next step is with the customer and the response is that they are waiting on a call back from the customer to find out what that next step is. I've become better with my responses back when the customer doesn't call back.
This comes to my point managing expectations. Sales is about maintaining good communication with your customer, with your sales team, and with your management throughout whatever sales process you are following. Good surprises are usually called bluebirds and bad surprises are usually called career altering events.
With every call you should setup the next step.
"We'd like to review this and get back to you next week". Okay - the expectation set on the sales person by the customer is that they'll call you in a week. Great, but what is the expectation of the customer if they 'don't get to it' because of whatever? (keep in mind, that's what usually happens) There's none! A week goes by and the sales person may or may not call the customer. If the customer knows that you'll be calling them by a specific date that helps the call go easier - you've got permission at that point to bug the hell out of them until you get them.
Just a thought:
Customer: We'd like to review this and get back to you next week.
Sales: No problem, what day do you think I'll hear from you? (was that really that hard?)
Customer: Tuesday or Wednesday. (you have a timeline to work with and let management know what is going on)
Sales: Sounds good, I'll mark that on my calendar to expect your call - and if something comes up can I call you Tuesday afternoon? (1-you've put some accountability onto the customer; this isn't bad. 2-you've asked permission to call them a day earlier.
Customer: No, Wednesday would be better to follow up.
Sales: Sure thing, I'll buzz you in the afternoon if I don't hear back. Also, what are the main things you need to review? (Again, permission is setup, and you've asked another qualifying question to get more info - nothing wrong with this)
Customer: We'd like to...
And there you go. This isn't rocket science, and it's not a psychological game like some books try to talk about. If the customer is truly interest in your product then they are happy to help you sell it to them - they're buying because they have a problem. Ask questions, setup expectations with the customer, and hold the customer accountable to what they tell you. At this time you have a next step / appointment to talk with your customer on Wednesday afternoon to answer questions from their review, talk pricing, etc. Here's another short short hand:
Customer: We need to see it work well on XYZ.
Sales: And then?
Customer: Then we build a business case for management.
Sales: After the review if we work on XYZ let's setup a time to chat on that.
Customer: Okay.
You know what they are doing and you know where it goes from there and it's out in the open and agreed to. Easy. Expectations are managed and next steps are already agreed to.
*This is no way a piece of sales training - I don't know how to do that. This is just me putting stuff on paper so I can move past it and learn from them.
Tuesday, October 14, 2008
From the drawing board to the street...
Three separate exposures, HDR processing, Photoshop work...
I like it anyway.
I like it anyway.
Monday, October 6, 2008
Sydney Harbour at night
Sydney Harbour at night
Originally uploaded by ZeeDesertRat
Monday, September 29, 2008
High Dynamic Range
Lately I've seen some great HDR creations on flickr that have now led me back to this place... to get into HDR, or not to.
I never got into it because most images I remember seeing had that HDR halo which I am not fond of. I'm not sure if the software has got any better or if there are more (and better) users of various HDR tools, but the HDR posts I see now are much better and more subtle really bringing out more tones than just an overly saturated image.
Technically I love the concept of merging the images for a more dynamic scene, but then again - is it cheating or just using another tool to create my own art?
Of course, all that said and I couldn't resist putting this image through Posterization using Photoshop. I dunno. Do you like it? Is it overly done thus making my a hypocrite? Or is it something I should play with more?
I never got into it because most images I remember seeing had that HDR halo which I am not fond of. I'm not sure if the software has got any better or if there are more (and better) users of various HDR tools, but the HDR posts I see now are much better and more subtle really bringing out more tones than just an overly saturated image.
Technically I love the concept of merging the images for a more dynamic scene, but then again - is it cheating or just using another tool to create my own art?
Of course, all that said and I couldn't resist putting this image through Posterization using Photoshop. I dunno. Do you like it? Is it overly done thus making my a hypocrite? Or is it something I should play with more?
Monday, September 22, 2008
Destined UPGRADE?
I have been shooting with a Canon EOS 20D for the past three years. It is a great camera for me for the following reasons in no particular order:
8.2 megapixel CMOS sensor
This sensor captures images with relatively low noise, good saturation, and produces files which print up to 20"x30" rather well in my opinion.
Size / Controls
I chose this camera over the Canon EOS Rebel XT and Nikon because the body size and shape felt more comfortable to me and I thought the menu system was relatively easy to use.
Durability
Although I tend to baby this camera, it's fallen to the floor on more than one occasion. It's built 'well enough' for my use.
I am now considering upgrading to the recently announced Canon EOS 5D Mark II. Canon's level of DSLR cameras follow this format in terms of features and quality:
XXXD - Entry Level DSLR, plastic body, Sub-$1,000 purchase price, small size, and lack of various features of the...
XXD - Considered an advanced-amateur camera, magnesium body, $1,200-$1,300 purchase price, larger 'standard' camera size, more color controls, and easier controls. Sometimes used by professionals.
5D - This has been considered a "prosumer" camera as it bridges the gap between Canon's professional line and consumer line. As new a $3,000 purchase price. The 5D is also a full-frame camera meaning the sensor is the same size as 35mm film. This gives the user a much larger view finder, more depth of field options, generally a better sensor in terms of color, and better body construction overall.
1D - Canon's professional line of cameras. $4,000-8,000 dollars depending on the model. Again, a full-frame sensor, more color and imaging functionality, better body construction - essentially waterproof, better autofocus, a built in vertical grip, and a larger battery.
I'm sure there are other differences between the model types, but for this discussion I'm leaving it with what I have. The Canon 20D has been proceeded by the 30D, 40D, and recently the 50D. The 50D in my opinion has been the first significant upgrade to the 20D. In short, the sensor's megapixels increased 184%, the processing chip has really changed in order to facilitate the 5 frames per second and cleaner images at higher ISO (film speed). That said, the real upgrade for me is the recently announced Canon EOS 5D Mark II.
The 5D series is a full frame digital SLR. There are many advantages of a full frame sensor. The biggest reason for me is for a much larger viewfinder. The XXXD and XXD sensor/viewfinder compared to the 5D's is 1.6 times smaller. The full frame gives a larger field of view, a brighter view, and also allows lenses designed to for 35mm film to be used 'as designed'. These are other features/upgrades as compared to my 20D:
Full Frame 21.1 Megapixels
This is the same (or similar) sensor used in Canon's 1DsMkIII current series ($8,000). In terms of size, it's a 257% increase in pixels for me which gives me some latitude to crop images while still allowing for large prints. That said, a full 21.1 MP print should make a very nice 20"x30".
Slightly Larger Body
The 5DmkII is larger than the XXD models. I eventually purchased a vertical grip to make the camera more comfortable for me, and also to give me a 'portrait' grip. Also, the 5DmkII is better weather sealed than the 20D, although I don't see myself taking too many pictures in the rain.
Movie Mode
I didn't think I'd like this at first, but having the ability to take video with the camera, and more importantly my lenses, sounds like a 'fun' thing for me. In photographer's forums it's somewhat controversial.
Improved Image Quality
The 5D "classic" is considered to be one of the best image producing cameras ever created. I can not imagine Canon having it's sequel having any less quality. The 5DmkII also allows for ISO usage up to 25,600. I'm no so interested in the use of ISO 25,600 as so much as the image quality of shots from ISO 100-3,200.
I don't see myself using both the 20D and the 5DmkII if I upgrade to it. I'm not a pro, nor do I have a real need for two cameras. The 20D is able to shoot at 5 frames per second compared to 3.9fps of the new 5D, but for myself that's more of a novelty than anything else for me as I don't generally shoot sports.
The Canon EOS 5D Mark II is available at the end of November and has a list price of $2,700 USD. I'm sure it would take really good pictures of turkey.
8.2 megapixel CMOS sensor
This sensor captures images with relatively low noise, good saturation, and produces files which print up to 20"x30" rather well in my opinion.
Size / Controls
I chose this camera over the Canon EOS Rebel XT and Nikon because the body size and shape felt more comfortable to me and I thought the menu system was relatively easy to use.
Durability
Although I tend to baby this camera, it's fallen to the floor on more than one occasion. It's built 'well enough' for my use.
I am now considering upgrading to the recently announced Canon EOS 5D Mark II. Canon's level of DSLR cameras follow this format in terms of features and quality:
XXXD - Entry Level DSLR, plastic body, Sub-$1,000 purchase price, small size, and lack of various features of the...
XXD - Considered an advanced-amateur camera, magnesium body, $1,200-$1,300 purchase price, larger 'standard' camera size, more color controls, and easier controls. Sometimes used by professionals.
5D - This has been considered a "prosumer" camera as it bridges the gap between Canon's professional line and consumer line. As new a $3,000 purchase price. The 5D is also a full-frame camera meaning the sensor is the same size as 35mm film. This gives the user a much larger view finder, more depth of field options, generally a better sensor in terms of color, and better body construction overall.
1D - Canon's professional line of cameras. $4,000-8,000 dollars depending on the model. Again, a full-frame sensor, more color and imaging functionality, better body construction - essentially waterproof, better autofocus, a built in vertical grip, and a larger battery.
I'm sure there are other differences between the model types, but for this discussion I'm leaving it with what I have. The Canon 20D has been proceeded by the 30D, 40D, and recently the 50D. The 50D in my opinion has been the first significant upgrade to the 20D. In short, the sensor's megapixels increased 184%, the processing chip has really changed in order to facilitate the 5 frames per second and cleaner images at higher ISO (film speed). That said, the real upgrade for me is the recently announced Canon EOS 5D Mark II.
The 5D series is a full frame digital SLR. There are many advantages of a full frame sensor. The biggest reason for me is for a much larger viewfinder. The XXXD and XXD sensor/viewfinder compared to the 5D's is 1.6 times smaller. The full frame gives a larger field of view, a brighter view, and also allows lenses designed to for 35mm film to be used 'as designed'. These are other features/upgrades as compared to my 20D:
Full Frame 21.1 Megapixels
This is the same (or similar) sensor used in Canon's 1DsMkIII current series ($8,000). In terms of size, it's a 257% increase in pixels for me which gives me some latitude to crop images while still allowing for large prints. That said, a full 21.1 MP print should make a very nice 20"x30".
Slightly Larger Body
The 5DmkII is larger than the XXD models. I eventually purchased a vertical grip to make the camera more comfortable for me, and also to give me a 'portrait' grip. Also, the 5DmkII is better weather sealed than the 20D, although I don't see myself taking too many pictures in the rain.
Movie Mode
I didn't think I'd like this at first, but having the ability to take video with the camera, and more importantly my lenses, sounds like a 'fun' thing for me. In photographer's forums it's somewhat controversial.
Improved Image Quality
The 5D "classic" is considered to be one of the best image producing cameras ever created. I can not imagine Canon having it's sequel having any less quality. The 5DmkII also allows for ISO usage up to 25,600. I'm no so interested in the use of ISO 25,600 as so much as the image quality of shots from ISO 100-3,200.
I don't see myself using both the 20D and the 5DmkII if I upgrade to it. I'm not a pro, nor do I have a real need for two cameras. The 20D is able to shoot at 5 frames per second compared to 3.9fps of the new 5D, but for myself that's more of a novelty than anything else for me as I don't generally shoot sports.
The Canon EOS 5D Mark II is available at the end of November and has a list price of $2,700 USD. I'm sure it would take really good pictures of turkey.
Thursday, September 11, 2008
AND FURTHERMORE...
If you haven't, please read prior to continuing:
http://kurtneurauter.blogspot.com/2008/08/aussie-beer-is-crap.html
So tonight I picked up a pizza and some beer. I walked into the bottle shop and perused the different varieties of beer. Mmm, brewed barley, hops, wheats, cereals, malts... Ah, it's what men drink. Except, I'm in Australia, where all beer is crap. It is. If you happen to be Australian and would like to argue it with me, fine. Argue it with me.
So, tonight I dismissed my idea that the crap-taste in Aussie beer is the water. I picked up a six pack of Heineken - "Brewed in Australia under supervision of Heineken Brouwerijen B.V., Amsterdam, Holland."
It's not the water.
"Brewed in Australia under supervision of Heineken Brouwerijen B.V., Amsterdam, Holland"
It's the brewers and the ingredients. This beer, brewed in Australia, is good.
Okay. I'm done now.
Aussie Beer is still crap.
http://kurtneurauter.blogspot.com/2008/08/aussie-beer-is-crap.html
So tonight I picked up a pizza and some beer. I walked into the bottle shop and perused the different varieties of beer. Mmm, brewed barley, hops, wheats, cereals, malts... Ah, it's what men drink. Except, I'm in Australia, where all beer is crap. It is. If you happen to be Australian and would like to argue it with me, fine. Argue it with me.
So, tonight I dismissed my idea that the crap-taste in Aussie beer is the water. I picked up a six pack of Heineken - "Brewed in Australia under supervision of Heineken Brouwerijen B.V., Amsterdam, Holland."
It's not the water.
"Brewed in Australia under supervision of Heineken Brouwerijen B.V., Amsterdam, Holland"
It's the brewers and the ingredients. This beer, brewed in Australia, is good.
Okay. I'm done now.
Aussie Beer is still crap.
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